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F&I Tip of the Week

[Video] Tip of the Week: Setting the Right Tone

If “In the event” is in your script, check out Gerry Gould's newest tip on why that wording may not be setting the right tone with your customers.

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[Video] Tip of the Week: Understanding the Internet Shopper

Customers are taking to the Internet every day to structure their own deals based on how much they can realistically afford to put down and pay per month. So why aren’t they being as truthful once they enter the dealership? United Development Systems’ Gerry Gould weighs in.

[Video] Tip of the Week: Selling Piece of Mind

Have you ever had a customer object to an F&I product by saying they never used the last coverage they purchased? Gerry Gould offers a response to that objection, one he says F&I managers need to utilize more often.

[Video] Tip of the Week: Selling to Good and Lucky Drivers

How do you respond to customers who say they’ve never been in an accident and don’t need GAP? United Development Systems' Gerry Gould has the answer in F&I’s Tip of the Week.

[Video] Tip of the Week: Going for the Close

When lot customers start asking about their down payment or the interest rate they can get, it’s time for the salesperson to go for the "pocket close." The F&I Professor explains what that is in this week’s F&I Tip of the Week.

[Video] Tip of the Week: Selling With Purpose

Have you ever let someone cut in line without first giving you a good reason why you should let them? Gerry Gould explains why that question relates to selling a service contract in F&I’s tip of the week.

[Video] Tip of the Week: Setting and Presenting the Menu

United Development Systems’ Gerry Gould delves into menu setup and presentation, and explains why products are presented in the order they are.

[Video] Tip of the Week: Presenting the Right Options

A good discovery interview doesn’t mean anything unless your product presentation matches what you’ve learned about the customer. The F&I Professor explains how that’s done in F&I's Tip of the Week.

[Video] Tip of the Week: Embrace the Spotlight

United Development Systems’ Gerry Gould provides a nice pep talk to those in the box, reminding F&I producers everywhere that the spotlight goes on the minute you step out of your office.

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[Video] Tip of the Week: Transitioning to the F&I Menu

It's an efficiency tool and a compliance tool all wrapped into one. But when should an F&I manager introduce the F&I menu? The F&I Professor provides his answer in F&I's Tip of the Week.